Do you find influencing other people and getting your point across a bit of a challenge?
If you do, then here’s 10 simple steps that show you how to motivate and sell yourself.
Because whether you’re aware of it or not, every day of your life you’re selling yourself. And nothing positive happens until you’re successful at doing just that.
You’re in the selling business whether you like it or not. And it doesn’t matter whether you’re a lawyer, accountant, manager, politician, engineer or business owner.
And the truth is, if you need to achieve something, you spend a great deal of your time trying to persuade people to buy your product or service, accept your proposals or merely accept what you say.
It stands to reason then – that before you get better at persuading or influencing other people – you need to get better at self-motivation and selling yourself.
But how do you develop, motivate and inspire yourself?
Here are 10 simple action steps you can use for better results:
First off, you need to understand what you’re selling. You have to start believing in “you”. Because YOU are your product.
Plus, you need to develop the right attitude, because the first thing people notice about you is your attitude.
But let’s face it, if you’re like most people, then you’ll suffer from lack of confidence from time to time and that’ll affect your attitude to a certain extent. And that’s only natural. So there will be times when you need to give yourself a confidence boost by talking positively to yourself on the inside.
But here’s where you can get a jump on other people, because the majority of people are more likely to self talk to themselves negatively rather than positively – this is what holds them back in life.
It’s about the right attitude – the quality of your thinking.
See, studies have shown successful people have a constructive and optimistic way of looking at themselves and their work. They have an attitude of calm, confident, positive self-expectation. They feel good about themselves and believe everything they do will lead to their inevitable success.
So the message for you here is; if you’re in a sales job or you’re a business owner or a manager, then you need to continually work on your attitude. You need to listen to that little voice inside your head. Is it saying you’re on top, going for it and confident, or is it holding you back.?
If you’re hearing – “I can’t do this or that” or “They won’t want to buy at the moment” or “We’re too expensive” then you’d better change your self-talk or change your job.
Start to believe in yourself and don’t let things out with your control effect your attitude.
Avoid criticising, condemning and complaining and start spreading a little happiness.
Remember the saying of Henry Ford, founder of the Ford Motor Company – “If you believe you can do a thing, or if you believe you can’t, in either case you’re probably right.”
The way a product is packaged and presented can have a major influence the customer’s decision to buy.
So, everything about YOU needs to look good and you must dress appropriately for the occasion. And don’t think that just because your customer dresses casually, they expect you to dress the same way.
The style and colour of the clothes you wear, your spectacles, shoes, watch and even the pen you use, all make a statement about you.
Dress to impress – presentation is everything.
No need to get carried away, you don’t need a big toothy grin, just a pleasant, friendly face that doesn’t frighten people away.
Use your customer’s name as soon as you can, but don’t over do it. Conducting business is less formal nowadays, however be careful of using their first names at first.
However, make sure your customer knows yours and remembers it.
Develop your own self awareness by watching other people and how they interact with you when they meet you.
What does their body language tell you?
Are they comfortable with you or are they a bit nervous?
Are they listening to you, or are their eyes darting around the room?
See, if they’re not comfortable and not listening, then there’s no point telling them something important about your business.
Far better to make some small talk and – more importantly – get them to talk about themselves.
It’s best to go on the assumption that in the first few minutes of meeting someone new, they won’t take in much of what you say. They’re too busy analysing all the visual data they’re taking in (Remember what we said earlier: Dress to impress – presentation is everything).
Many people – particularly men – listen but don’t show they’re listening. The other person can only go on what they see, not what’s going on inside your head.
If they see a blank expression then they’ll assume you’re “out to lunch.”
The trick is to do all the active listening things such as nodding your head, the occasional “UH-HUH” and the occasional question.
Makes sense, yes?
Lead by example. If you want to be INTERESTING, then be INTERESTED. This really is the most important thing you can do to be successful at selling yourself.
Here’s the thing… The majority of people are:
- Very concerned about their self-image…
- Want to sense you value them…
- Want to feel they’re important…
- Want to feel they’re worth listening to…
If you can do these things when you meet new people, then you effectively raise their self-image.
If you can help people to like themselves by making them feel special and important, then they’ll LOVE you.
However, don’t fall into the trap of falsely flattering the other person, because most people will see right through you and they won’t fall for it.
Just show some genuine interest in your customer and their business and they’ll be much more receptive to what you say.
Don’t say – “Isn’t it a horrible day” or “Business is pretty tough at present” or any thing else that pulls the conversation down.
Say things like (and only the truth) – “I like the design of this office” or “I’ve heard some good reports about your new product.”
Paint vivid pictures of confidence and success.
This doesn’t mean mimicking the other person, it just means you speaking and behaving in a manner similar to the customer.
For example, if your customer speaks slowly or quietly, then you speak slowly or quietly.
Remember people like people who are like themselves. They’ll feel safe and trust you more if they buy ‘YOU’.
If you look or sound stressed or aggressive, then don’t be surprised if the other person gets defensive and less than willing to co-operate.
If you look and sound warm and friendly, then you’re more likely to get a positive response.
This isn’t about being all nicey-nicey. It’s about a pleasant and warm conversational tone in all your communications.
So there we are, 10 Simple Steps to Self-Motivation and More Sales.
No matter what business you’re in, before we can get down to the process of selling your product, your service or your ideas – you need to be as sure as you can be your customer has bought YOU and you have their full attention.